The manual to the S-LJI is a vital supplement to the LJI-2 manual; they are both essential references to the administration and effective use of the S-LJI.
In addition to providing an important overview of the S-LJI’s purpose and development, the manual provides essential information for accurate interpretation and feedback. The impressive psychometric properties are described, including a coefficient alpha of 0.87 and important validity information, including the leadership profile associated with significantly higher dollar team sales.
The five case studies are valuable for they can be used to benchmark sales managers against five very different levels of performance.
The final Appendix describes a tried and tested approach to assessing and developing high performance sales management.